Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Global Key Account Manager, Biopharma Central Lab Team
Position Summary: As part of the Global Business Development team for Central Laboratory, the Global Key Account Manager (KAM/Executive Account Director) executes a strategic sales plan to maximize global key accounts for Central Labs business. Responsible for achieving annual sales targets by maintaining a keen awareness of business strategies, client climate, and requirements to maximize business opportunities and sales. The Global Key Account Manager reports to the Manager, Key Accounts.
Key Responsibilities:
- Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.
- Demonstrate year over year growth for global key accounts, meeting/exceeding sales goals for each account.
- Drive account expansion through cross-selling ASD and partnering with CDSD.
- Identify and access various points of business development across the global key accounts, developing relationships with key stakeholders across clinical teams, therapeutic & service areas.
- Develop relationships with target new biopharma accounts and develop unique value propositions to position to win and grow.
- Establish and preserve preferred vendor status by aligning with global key accounts' business strategies and pain points.
- Organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing/upcoming projects, potential issues, and resource requirements.
- Drive successful RFP/Proposals process to meet and exceed key account expectations.
- Lead and drive RFI strategy process, from receipt of RFI through completion.
- Advise senior leadership on the success of our global key accounts.
- Work with other KAMs to ensure a collective voice is championing a business direction.
- Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction.
- Partner closely with Scientific affairs to assist in growing new market niches.
- Provide routine updates to opportunities and log all requested activities into Salesforce.
- Liaise and align with Subject Matter Experts (SMEs) and other departments to meet key account needs.
Key Skills:
- Consultative selling in large accounts.
- Relationship-building and ability to expand beyond current contacts.
- Ability to clearly present and articulate value.
- Ownership of account management with ability to balance competing needs/objections.
- Sufficient Labs knowledge to succeed.
Education
- Bachelor's degree or equivalent and relevant formal academic/vocational qualification with previous experience comparable to 8+ years.
Knowledge, Skills and Abilities:
- Strong interpersonal skills needed to build relationships, communicate, and influence across all levels of the organization.
- Effective team leader and player.
- Advanced process improvement/implementation skills.
- Extensive analytical skills and data interpretation/tracking/trending skills.
- Excellent verbal and written communication skills.
- Extensive MS Office skills to include Word, Excel, Visio, Access, PowerPoint.
- High level of PC competence and understanding of computer logic.
- Excellent business and financial acumen.
- Proven executive presence.
Management Role:
- No management responsibility.
Working Conditions and Environment:
- Work is performed in an office environment with exposure to electrical office equipment.
- Occasional drives to site locations with occasional travel both domestic and international.
Physical Requirements:
- Frequently stationary for 6-8 hours per day.
- Repetitive hand movement with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
- Frequent mobility required.
- Light to moderate lifting and carrying (maximum lift of 15-20 lbs).
- Ability to communicate information and ideas effectively.
- Regular and consistent attendance.
- Travel 25-50%.
Compensation and Benefits
The salary range estimated for this position based in Kentucky is $137,900.00–$183,850.00. This position may also be eligible for a variable annual bonus based on performance results in accordance with company policy. We offer a comprehensive Total Rewards package that includes:
- A choice of national medical and dental plans, and a national vision plan.
- Employee assistance and family support programs.
- At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave.
- Retirement and savings programs, such as a competitive 401(k) U.S. retirement savings plan.
- Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount.
For more information on our benefits, please visit: Total Rewards.
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